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Solberg Søilen, KlausORCID iD iconorcid.org/0000-0002-2427-3148
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Publications (10 of 106) Show all publications
Lashgari, M., Sutton-Brady, C., Solberg Søilen, K. & Ulfvengren, P. (2018). Adoption strategies of social media in B2B firms: a multiple case study approach. The journal of business & industrial marketing, 33(5), 730-743
Open this publication in new window or tab >>Adoption strategies of social media in B2B firms: a multiple case study approach
2018 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 33, no 5, p. 730-743Article in journal (Refereed) Published
Abstract [en]

Purpose: The purpose of this study is to clarify business-to-business (B2B) firms’ strategies of social media marketing communication. The study aims to explore the factors contributing to the formation and adoption of integration strategies and identify who the B2B firms target. Design/methodology/approach: A multiple case study approach is used to compare four multinational corporations and their practices. Face-to-face interviews with key managers, and extensive readings and observations of the firms’ websites and social media platforms have been conducted. Findings: The study results in a model, illustrating different processes of selection, adoption and integration involved in the development of social media communication strategy for B2B firms. Major factors involved in determining the platform type, and strategies used within different phases and processes are identified. Research limitations/implications: As the chosen methodology may limit generalizability, further research is encouraged to test the model within a B2B context especially within small and medium enterprises as only large multinational corporations were investigated in this study. Practical implications: The paper provides insight into how B2B marketers can align social media with their firms’ goals through the strategic selection of platforms to reach the targeted audience and communicate their message. Originality/value: The study uncovers the benefits gained by B2B firms’ through interaction with individuals on social media. This is a significant contribution as the value of such interaction was previously undefined and acted as a barrier for adopting social media in some B2B firms. © 2018, Emerald Publishing Limited.

Place, publisher, year, edition, pages
Bingley: Emerald Group Publishing Limited, 2018
Keywords
B2B marketing, Communication channels, IMC, Social media adoption, Strategy
National Category
Business Administration Information Systems, Social aspects Communication Studies
Identifiers
urn:nbn:se:hh:diva-38721 (URN)10.1108/JBIM-10-2016-0242 (DOI)000435288800012 ()2-s2.0-85048730119 (Scopus ID)
Available from: 2019-01-08 Created: 2019-01-08 Last updated: 2019-01-08Bibliographically approved
Solberg Søilen, K. (2017). Business intelligence, big data and theory. Journal of Intelligence Studies in Business, 7(1), 4-4
Open this publication in new window or tab >>Business intelligence, big data and theory
2017 (English)In: Journal of Intelligence Studies in Business, ISSN 2001-015X, E-ISSN 2001-015X, Vol. 7, no 1, p. 4-4Article in journal, Editorial material (Other academic) Published
Place, publisher, year, edition, pages
Halmstad: Halmstad University, 2017
National Category
Business Administration
Identifiers
urn:nbn:se:hh:diva-35609 (URN)000404950400001 ()2-s2.0-85017140263 (Scopus ID)
Available from: 2017-11-30 Created: 2017-11-30 Last updated: 2017-11-30Bibliographically approved
Solberg Søilen, K. (2017). How companies work and fail to work with business intelligence. Journal of Intelligence Studies in Business, 7(2), 4-4
Open this publication in new window or tab >>How companies work and fail to work with business intelligence
2017 (English)In: Journal of Intelligence Studies in Business, ISSN 2001-015X, E-ISSN 2001-015X, Vol. 7, no 2, p. 4-4Article in journal, Editorial material (Other academic) Published
Place, publisher, year, edition, pages
Halmstad: Halmstad University, 2017
National Category
Business Administration
Identifiers
urn:nbn:se:hh:diva-35610 (URN)000412409300001 ()2-s2.0-85021946498 (Scopus ID)
Available from: 2017-11-30 Created: 2017-11-30 Last updated: 2017-11-30Bibliographically approved
Tontini, G., Solberg Søilen, K. & Zanchett, R. (2017). Nonlinear antecedents of customer satisfaction and loyalty in third-party logistics services. Asia Pacific Journal of Marketing and Logistics (5), 1116-1135
Open this publication in new window or tab >>Nonlinear antecedents of customer satisfaction and loyalty in third-party logistics services
2017 (English)In: Asia Pacific Journal of Marketing and Logistics, ISSN 1355-5855, E-ISSN 1758-4248, no 5, p. 1116-1135Article in journal (Refereed) Published
Abstract [en]

Purpose: The purpose of this paper is to study the nonlinear impact of quality dimensions of third-party logistics (3PL) services on customer satisfaction and loyalty. Design/methodology/approach: By interviewing 167 small-size companies, and using penalty and reward contrast analysis, the paper explores the nonlinear impact of seven dimensions of 3PL services (safety, fault’s recovery, reliability, speed, flexibility, communication, and friendliness) on customer satisfaction and loyalty. Findings: The results confirm the existence of the dimensions’ nonlinear impact on customer satisfaction. It also shows that some quality dimensions have a direct and nonlinear impact on loyalty. The dimension “friendliness” has a direct impact on loyalty if the company has a below market average performance, which may lead customers to switch service providers. “Flexibility on collection and delivery” has a direct impact if the company has a higher performance, contributing to customers’ intention to continue using the service. Another finding is that, if the company delivers good service recovery after the customer found faults in the service, and if customers trust the company service, they say they intend to continue to work with the company. Research limitations/implications: The present research focused only on small companies in one country (Brazil). Further studies should be carried out to explore different countries, with different realities, and different size of companies. Practical implications: 3PL companies should not only deal with customers’ satisfaction, but also with other quality aspects that directly affect customer intention to continue doing business with the 3PL service provider. These are friendliness, flexibility regarding time and frequency of collection and delivery and faults’ recovery. Originality/value: The present research confirms that the personal relationship is a crucial aspect to be managed in order to keep customers in the long term. In addition, as opposed to most research looking for the antecedents of satisfaction and loyalty of 3PL customers, the present research shows that there is a direct nonlinear impact of the dimensions’ performance on customers’ loyalty, what should be taken in consideration by 3PL managers. It also shows how penalty-reward contrast analysis may reveal nonlinear antecedents that could be used for better understandings companies’ success in the long term. © 2017, © Emerald Publishing Limited.

Place, publisher, year, edition, pages
Bingley: Emerald Group Publishing Limited, 2017
Keywords
Service quality, Kano model, Customer defection, 3PL services, Customer dissatisfaction, Failed service quality
National Category
Business Administration
Identifiers
urn:nbn:se:hh:diva-37538 (URN)10.1108/APJML-09-2016-0173 (DOI)000416349000012 ()2-s2.0-85035151765 (Scopus ID)
Available from: 2018-07-10 Created: 2018-07-10 Last updated: 2018-07-10Bibliographically approved
Solberg Søilen, K., Tontini, G. & Aagerup, U. (2017). The perception of useful information derived from Twitter: A survey of professionals. Journal of Intelligence Studies in Business, 7(3), 50-61
Open this publication in new window or tab >>The perception of useful information derived from Twitter: A survey of professionals
2017 (English)In: Journal of Intelligence Studies in Business, ISSN 2001-015X, E-ISSN 2001-015X, Vol. 7, no 3, p. 50-61Article in journal (Refereed) Published
Abstract [en]

In this study we gathered data from 220 professional users of information via a survey. Twitter is perceived as a service for useful information but not for the reason one may expect, not because the content of the tweets give valuable information, but because of what can be derived and extracted from the information that is being tweeted and not tweeted. Professional users are aware that tweets are being manipulated by communication departments so they adjust for this in their understanding of the content that is being delivered. For the same reason “fake news” is not seen as a problem either by professionals. Twitter is seen as valuable alongside other social media software (additional software solutions) and used directly together with other software (integrated software solutions). As a stand-alone service it is found to be of less value to experienced users and there are no signs that Twitter is a valuable tool for learning. 

Place, publisher, year, edition, pages
Halmstad: Halmstad University, 2017
Keywords
Bots, business intelligence, competitive intelligence, consumer opinion mining, sentiment analysis, social media, Twitter
National Category
Economics and Business
Identifiers
urn:nbn:se:hh:diva-38612 (URN)000419293200005 ()2-s2.0-85037333931 (Scopus ID)
Available from: 2018-12-14 Created: 2018-12-14 Last updated: 2018-12-14Bibliographically approved
Solberg Søilen, K. (2017). Why care about competitive intelligence and market intelligence?: The case of Ericsson and the Swedish Cellulose Company. Journal of Intelligence Studies in Business, 7(2), 27-39
Open this publication in new window or tab >>Why care about competitive intelligence and market intelligence?: The case of Ericsson and the Swedish Cellulose Company
2017 (English)In: Journal of Intelligence Studies in Business, ISSN 2001-015X, E-ISSN 2001-015X, Vol. 7, no 2, p. 27-39Article in journal (Refereed) Published
Abstract [en]

This article tries to show the importance of the competitive intelligence (CI) and market intelligence (MI) function by describing developments in two quite different Swedish multinational companies. We see how top management can become the problem when the company is struggling to compete and how this affects the intelligence function. In the analysis we compare the intelligence function in private companies with those of state and military organizations and draw historical parallels. Moreover, the cases show what an important role competitive and market intelligence continue to play in the age of information, especially during the past decade.

Place, publisher, year, edition, pages
Halmstad: Halmstad University, 2017
Keywords
Competitive intelligence, defensive position of top manager in distress theory, high salary theory argument of top managers, market intelligence, organizational theory
National Category
Business Administration
Identifiers
urn:nbn:se:hh:diva-35611 (URN)000412409300004 ()2-s2.0-85021913375 (Scopus ID)
Available from: 2017-11-30 Created: 2017-11-30 Last updated: 2017-11-30Bibliographically approved
Solberg Søilen, K. (2017). Why the social sciences should be based in evolutionary theory: the example of geoeconomics and intelligence studies. Journal of Intelligence Studies in Business, 7(1), 5-37
Open this publication in new window or tab >>Why the social sciences should be based in evolutionary theory: the example of geoeconomics and intelligence studies
2017 (English)In: Journal of Intelligence Studies in Business, ISSN 2001-015X, E-ISSN 2001-015X, Vol. 7, no 1, p. 5-37Article in journal (Refereed) Published
Abstract [en]

This article gathers arguments for why the social sciences should be based in evolutionary theory by showing the shortcomings of the current paradigm based on the study of physics. Two examples are used, the study of intelligence studies and geoeconomics. After a presentation of the geoeconomics literature and an explanation of what the organic view of the social sciences is, we follow the study of economics as it developed after the Second World War to see where it went wrong and why.

Place, publisher, year, edition, pages
Halmstad: Halmstad University, 2017
Keywords
Economics, evolutionary theory, geoeconomics, geopolitics, intelligence studies, social sciences
National Category
Business Administration
Identifiers
urn:nbn:se:hh:diva-35614 (URN)000404950400002 ()2-s2.0-85017186645 (Scopus ID)
Available from: 2017-11-30 Created: 2017-11-30 Last updated: 2017-11-30Bibliographically approved
Solberg Søilen, K. (2016). A research agenda for intelligence studies in business. Journal of Intelligence Studies in Business, 6(1), 21-36
Open this publication in new window or tab >>A research agenda for intelligence studies in business
2016 (English)In: Journal of Intelligence Studies in Business, ISSN 2001-015X, E-ISSN 2001-015X, Vol. 6, no 1, p. 21-36Article in journal (Refereed) Published
Abstract [en]

This research paper defines the scope for a research agenda for competitive intelligence (CI), market intelligence and more generally for intelligence studies in business. Respondents in the survey defined the scope to include analysis, traditional phenomena or problems, new phenomena, trans-or cross disciplinary studies, methodological issue and industry specific studies. Respondents were also asked to come up with terms for a good definition of the study. We found that existing definitions of CI in use are overlapping with definitions of other more established fields of study, like decision sciences and marketing intelligence. Respondents agreed that it's practical to define the study in terms of understanding the external environment. In the discussion a parallel is made to the notion of surrounding world analysis and Stevan Dedijer's ideas about social intelligence. A broad discussion leads to a renewed interest for disciplines studied by the humanities as we show what has been lost in the development of the social sciences. Implications are shown and future studies suggested.

Place, publisher, year, edition, pages
Halmstad: Högskolan i Halmstad, 2016
Keywords
business intelligence, competitive intelligence, intelligence studies, market intelligence, research agenda
National Category
Business Administration
Identifiers
urn:nbn:se:hh:diva-32213 (URN)000382943100003 ()2-s2.0-84975266735 (Scopus ID)
Available from: 2016-10-13 Created: 2016-10-13 Last updated: 2018-01-10Bibliographically approved
Gedda, D., Nilsson, B., Såthén, Z. & Solberg Søilen, K. (2016). Crowdfunding: Finding the Optimal Platform for Funders and Entrepreneurs. Technology Innovation Management Review, 6(3), 31-40
Open this publication in new window or tab >>Crowdfunding: Finding the Optimal Platform for Funders and Entrepreneurs
2016 (English)In: Technology Innovation Management Review, ISSN 1927-0321, E-ISSN 1927-0321, Vol. 6, no 3, p. 31-40Article in journal (Refereed) Published
Abstract [en]

As a steadily expanding source of venture capital, crowdfunding has become an alternative to traditional funding sources, such as banks and financial investors. The phenomenon of crowdfunding is represented by a growing number of Internet sites, here called crowdfunding platforms, devoted to the service. In this article, we investigate crowdfunding and their payout models, which are standard components on crowdfunding platforms. We consider the perspectives of both entrepreneurs and funders to determine the most attractive combination of models found on crowdfunding platforms. Our findings indicate that the most popular crowdfunding platforms, at the time of this study, reflect the preferences of entrepreneurs. The funders’ favoured crowdfunding model, which we call the equity model, is not currently found, in combination with the often-grouped, non-financial crowdfunding models of pre-order, sponsoring, or reward, on any of the top platforms. Thus, the research identifies a new market for crowdfunding platforms.

Place, publisher, year, edition, pages
Ottawa: Carleton University, 2016
Keywords
crowdfunding, crowdfunding models, crowdfunding platforms, financing, payout models
National Category
Business Administration
Identifiers
urn:nbn:se:hh:diva-30677 (URN)
Available from: 2016-04-04 Created: 2016-04-04 Last updated: 2017-11-30Bibliographically approved
Solberg Søilen, K. (2016). Economic and industrial espionage at the start of the 21st century – Status quaestionis. Journal of Intelligence Studies in Business, 6(3), 51-64
Open this publication in new window or tab >>Economic and industrial espionage at the start of the 21st century – Status quaestionis
2016 (English)In: Journal of Intelligence Studies in Business, ISSN 2001-015X, E-ISSN 2001-015X, Vol. 6, no 3, p. 51-64Article in journal, Editorial material (Refereed) Published
Abstract [en]

This article is a literature review where the aim is to define a status quaestionisfor the field of economic and industrial espionage. History shows how those who engage in theseactivities often are the scientifically and industrially weaker party, the party that is learning ortrying to catch up. On a global scale economic and industrial espionage can be seen as a form ofinvoluntarily sharing that has a series of positive results for economic development. On thescale of the individual businesses attacked, and for tax authorities in those countries, it is atroublesome phenomenon that must be regulated and punished. Governments must preparesociety for systematic and frequent cyberattacks. Private companies are wise to move to strictersecurity controls, which must include encryption. A number of specific research projects aresuggested throughout the article. In the literature we have identified the following agentmotives: the employee who needs money, has split loyalties, leaves angry, the occasional thieveand the professional spy.

Place, publisher, year, edition, pages
Halmstad: Högskolan i Halmstad, 2016
Keywords
Economic espionage, hacking, industrial espionage, literature review, signal intelligence
National Category
Business Administration
Identifiers
urn:nbn:se:hh:diva-32869 (URN)000393156700006 ()2-s2.0-85011407678 (Scopus ID)
Available from: 2016-12-30 Created: 2016-12-30 Last updated: 2017-12-01Bibliographically approved
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